Negotiated Projects Increased Fourfold

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Negotiated Projects Increased Fourfold

A company with several regional offices across the country had historically been a bid shop focused on one sector-storefront retail. The storefront retail sector was detracting and had been for several years due to the power and influence of the on-line shopping revolution.

INTRO

How Extensive Training Equaled A Winning Moment 

Furthermore, the company had no history in how to win negotiated projects and thus had become commoditized, putting pressure on their margins and revenues. The required strategy was two fold – move aggressively from almost entirely retail into several new sectors, and to push more towards negotiated, less commoditized opportunities along the way.

TACTICS

Tactics included : a complete review of the business development system resulting in an overhaul to include pipeline structure development, pipeline tracking, and the repositioning of business development talent.

Also, new sectors were identified with specific business development plans for each.

SOLUTION

Training on how to win negotiated opportunities was extensive and included leadership, business developers, preconstruction managers, and front line operations staff. Win messaging plan training, executive summary writing training, and an intense amount of presentation training and coaching were required. The process required a tremendous amount of time and energy, but the results were dramatic.

In a mere two years we accomplished the following results:  

19% WIN RATE
INCREASED TO: 46%

20% NEGOTIATED INCREASED TO: 84%

TOTAL SALES INCREASED: 2x

50% Complete

Two Step

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